1
BUAD 304
BUAD 304 Final Exam PREP| 100%
Verified Questions & Answers | Grade A
(2026/2027 Update)
1. MESO (Multiple Equivalent Simultaneous Offers): Definition :Offering
multiple proposals at once, all equally valuable to you, to learn about the
other party's priorities. It shows flexibility and builds trust.
- Perceive as more sincere attempt at reaching agreement
- Yield greater joint outcomes because they are more attractive to recipients
- Allows offerer to secure a cooperative reputation -Can be used to gather
info
Example: Negotiating a salary:
Offer A: $80k salary + 2 weeks vacation
Offer B: $75k salary + 4 weeks vacation
Offer C: $78k salary + signing bonus
Whichever they prefer tells you what matters most to them.
BUAD 304
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BUAD 304
2. Position vs. Interest in Negotiation: Definition:
Position: What someone says they want.
Interest: The underlying reason why they want it.
Good negotiators focus on interests, not just positions.
Example:
Position: "I want a $10,000 raise."
Interest: "I need to cover higher living expenses and feel valued."
Focusing on interests might reveal cheaper alternatives, like flexible hours or
a relocation package.
3. "The Portrait on My Office Wall" — Rutledge (1996): Key Point:
Negotiation is about relationships, not just winning.
Rutledge shares how a portrait of his grandfather, who taught him integrity
and fairness, reminds him to negotiate ethically.
Trust and honor create better long-term outcomes than "winning" at any
cost.
BUAD 304
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BUAD 304
Example: Even if you can push a contractor to lower their price drastically, if
they resent you or cut corners, you both lose long-term.
4. Key Terms: "maximize your outcome" think distributive’
"expand options" think integrative’
"find their real motivations" think interests’
"have a Plan B" think BATNA’
"make 2-3 offers" think MESO’
5. Groups vs. Teams: Groups
Collection of individuals working independently who share
norms, goals, and have common identity. Little to no
dependence on each other. Teams
A small number of people committed to a common purpose, performance
goals, and approach for which they hold themselves collectively accountable,
BUAD 304
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BUAD 304
effectiveness is measured at collective level Shared accountability and longer
time working together.
Example: Group = Students assigned to different research topics. Team =
Students collaborating to write one joint paper.
6. Characteristics Differentiating Groups & Teams: Dependence: Teams =
High; Groups = Low
Accountability: Teams = Shared; Groups = Individual
Time: Teams = Longer-term; Groups = Short-term or ad-hoc
7. Group Role: Definition: The expected behavior patterns attributed to
someone in a group.
Example: A leader role vs. a note-taker role during a group project.
8. Task Roles: Definition: Roles that help the team achieve its goals.
Examples:
Initiator: Suggests ideas.
Recorder: Takes notes.
Evaluator: Assesses quality
BUAD 304
BUAD 304
BUAD 304 Final Exam PREP| 100%
Verified Questions & Answers | Grade A
(2026/2027 Update)
1. MESO (Multiple Equivalent Simultaneous Offers): Definition :Offering
multiple proposals at once, all equally valuable to you, to learn about the
other party's priorities. It shows flexibility and builds trust.
- Perceive as more sincere attempt at reaching agreement
- Yield greater joint outcomes because they are more attractive to recipients
- Allows offerer to secure a cooperative reputation -Can be used to gather
info
Example: Negotiating a salary:
Offer A: $80k salary + 2 weeks vacation
Offer B: $75k salary + 4 weeks vacation
Offer C: $78k salary + signing bonus
Whichever they prefer tells you what matters most to them.
BUAD 304
, 2
BUAD 304
2. Position vs. Interest in Negotiation: Definition:
Position: What someone says they want.
Interest: The underlying reason why they want it.
Good negotiators focus on interests, not just positions.
Example:
Position: "I want a $10,000 raise."
Interest: "I need to cover higher living expenses and feel valued."
Focusing on interests might reveal cheaper alternatives, like flexible hours or
a relocation package.
3. "The Portrait on My Office Wall" — Rutledge (1996): Key Point:
Negotiation is about relationships, not just winning.
Rutledge shares how a portrait of his grandfather, who taught him integrity
and fairness, reminds him to negotiate ethically.
Trust and honor create better long-term outcomes than "winning" at any
cost.
BUAD 304
, 3
BUAD 304
Example: Even if you can push a contractor to lower their price drastically, if
they resent you or cut corners, you both lose long-term.
4. Key Terms: "maximize your outcome" think distributive’
"expand options" think integrative’
"find their real motivations" think interests’
"have a Plan B" think BATNA’
"make 2-3 offers" think MESO’
5. Groups vs. Teams: Groups
Collection of individuals working independently who share
norms, goals, and have common identity. Little to no
dependence on each other. Teams
A small number of people committed to a common purpose, performance
goals, and approach for which they hold themselves collectively accountable,
BUAD 304
, 4
BUAD 304
effectiveness is measured at collective level Shared accountability and longer
time working together.
Example: Group = Students assigned to different research topics. Team =
Students collaborating to write one joint paper.
6. Characteristics Differentiating Groups & Teams: Dependence: Teams =
High; Groups = Low
Accountability: Teams = Shared; Groups = Individual
Time: Teams = Longer-term; Groups = Short-term or ad-hoc
7. Group Role: Definition: The expected behavior patterns attributed to
someone in a group.
Example: A leader role vs. a note-taker role during a group project.
8. Task Roles: Definition: Roles that help the team achieve its goals.
Examples:
Initiator: Suggests ideas.
Recorder: Takes notes.
Evaluator: Assesses quality
BUAD 304
